Grit

Guest: Ryan Longfield, Chief Revenue Officer of Gong

In this episode, we cover: 'I was all-in': Ryan's experience as a contracted account executive at LinkedIn in 2008 having never previously done sales — and what motivates him. (2:52) ... The importance of setting boundaries and creating a healthy work-life balance. (9:46) ... Why Ryan believes that 'constantly remaining uncomfortable’ is key to career acceleration. (17:10) ... Learning from the process that led to failure versus focusing solely on the failure itself. (20:43) ... Imposter syndrome, insecurity, and the benefits of having diversity of perspective. (27:16) ... Why Ryan believes that quotas should "represent a minimum bar for effectiveness" in sales roles. (37:03) ... How Ryan's current company, Gong, gives leaders insight into the sales conversations reps have with buyers. (39:17) ... Coachability; previous history of success; intelligence and business acumen; grit; and curiosity: Attributes of a great sales rep. (48:01) ... How Ryan defines grit. (51:35)

Show Notes

In 2008, when Ryan Longfield took a contracted account executive position at LinkedIn without any prior sales experience, he knew he had to be “all-in.” 

“‘I’ll sleep under my desk if I have to,’” Ryan remembers telling a recruiter who asked if he was worried he won’t be able to hit $50,000 in sales in only three months. 

Now, after an almost 10-year run at LinkedIn where he worked in five different sales positions, Ryan serves as Chief Revenue Officer of Gong, a revenue intelligence platform for B2B sales teams. On this episode of Go to Market Grit, Joubin and Ryan have a wide-ranging discussion about the importance of pushing boundaries as well as failure.

In this episode, we cover:
  • 'I was all-in': Ryan's experience as a contracted account executive at LinkedIn in 2008 having never previously done sales — and what motivates him. (2:52)
  • The importance of setting boundaries and creating a healthy work-life balance. (9:46)
  • Why Ryan believes that 'constantly remaining uncomfortable’ is key to career acceleration. (17:10)
  • Learning from the process that led to failure versus focusing solely on the failure itself. (20:43)
  • Imposter syndrome, insecurity, and the benefits of having diversity of perspective. (27:16)
  • Why Ryan believes that quotas should "represent a minimum bar for effectiveness" in sales roles. (37:03)
  • How Ryan's current company, Gong, gives leaders insight into the sales conversations reps have with buyers. (39:17)
  • Coachability; previous history of success; intelligence and business acumen; grit; and curiosity: Attributes of a great sales rep. (48:01)
  • How Ryan defines grit. (51:35)

Guest: Ryan Longfield, Chief Revenue Officer of Gong

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What is Grit?

Grit explores what it takes to create, build, and scale world-class organizations. It features weekly episodes highlighting the leaders who are pushing their companies to make a difference. This series is hosted by Joubin Mirzadegan, go to market operating partner at Kleiner Perkins, a venture capital firm investing in history-making founders.